Description

Negotiation: Moving From Conflict to Agreement helps students see how negotiation is all around them. Using every day and business examples, authors Kevin W. Rockmann, Claus W. Langfred, and Matthew A. Cronin explain how to negotiate with an emphasis on when and why to use certain tactics and approach. Focusing on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand all the ways they can negotiate to create value. Packed with practical advice, integrated coverage of ethics, cases, and role-playing exercises, this compelling new text takes an applied approach to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills.


Included with this title:

The password-protected Instructor Resource Site (formally known as SAGE Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.

Negotiation: Moving From Conflict to Agreement

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£114.03

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Paperback / softback by Kevin W. Rockmann , Claus W. Langfred

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Negotiation: Moving From Conflict to Agreement helps students see how negotiation is all around them. Using every day and business... Read more

    Publisher: SAGE Publications Inc
    Publication Date: 01/05/2020
    ISBN13: 9781544320441, 978-1544320441
    ISBN10: 1544320442

    Number of Pages: 400

    Non Fiction , Business, Finance & Law

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    Description

    Negotiation: Moving From Conflict to Agreement helps students see how negotiation is all around them. Using every day and business examples, authors Kevin W. Rockmann, Claus W. Langfred, and Matthew A. Cronin explain how to negotiate with an emphasis on when and why to use certain tactics and approach. Focusing on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand all the ways they can negotiate to create value. Packed with practical advice, integrated coverage of ethics, cases, and role-playing exercises, this compelling new text takes an applied approach to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills.


    Included with this title:

    The password-protected Instructor Resource Site (formally known as SAGE Edge)     offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.

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